About the role:
As a Renewal Manager, you will collaborate with the Internal and External stakeholders within a global fintech environment with endless opportunities for success. Provide industry-leading solutions to prospective clients.
About the team:
The Capital Markets Client Retention Team is comprised of team members each with specific market expertise that we leverage to better support our clients. The team covers the entire slate of FIS Capital Markets products spanning the front, middle and back office. Asset types include Equities, Derivatives and Fix Income.
Each member of the team carries two quotas: A Renewal Quota and a New Sales Overlay quota.
Both are measured on quarterly and yearly basis. Additionally, there are key metrics that are measured in order to ensure we are keeping close contact with our clients and keeping track of our expected communication levels. These metrics have proven to provide excellent visibility in the health of our client relationships.
What you will be doing:
- Managing the Adaptiv book of renewals
- Acts as primary liaison between client and FIS for Adaptiv renewals and understands client needs including financial expectations and restrictions.
- Develops and executes renewal strategy to ensure continued revenue growth from renewals.
- Demonstrates Adaptiv & Risk industry knowledge including various solutions, market strategies and competitive intelligence.
- Prepares and presents proposals to clients utilizing FIS resources and tools. Garners sales management approval for proposal generation and may not apply discounts to proposals/contracts without obtaining FIS management approval.
- Structures, negotiates and closes “renewals” that meet customer expectations and FIS’s ability to deliver; utilizes appropriate company resources per resources plan to provide product marketing support or specialized product sales expertise.
- Negotiates terms and conditions of FIS contracts with client and ensures terms are within FIS standards.
- Ensures accurate forecasting and pipeline management as well as accurate content and certification of information in EMS (Entity Management System for assigned clients.
- Implements account coverage methodologies that ensure 100% renewal rates of current FIS clients.
- Identifies and reports “at risk” clients and escalates to executive management; prepares, implements and executes “at risk” plan.
- Listens and escalates concerns of customers with regard to current products/services.
- Within client organizations, builds network of both operational and executive C-level users and maintains knowledge of products and services utilized.
- Works directly with Corporate Briefing Team to plan, coordinate and facilitate client meetings at FIS offices and Executive and/or Sales Executive visits and presentations at client on-site facilities.
- Ensure alignment of client technology and business strategies.
- Focus on account retention and continued revenue growth.
What you will need:
- Bachelor’s degree or the equivalent combination of education, training, or work experience.
- Excellent understanding of the Adaptiv suite of products and services
- General knowledge of financial and/or payment solutions technology including systems, applications and banking practices
- Requires expert negotiation and communication skills, both written and verbal
- Communicates ideas both verbally and in written form via presentation in a clear, concise and professional manner appropriate to audience including executive levels
- Requires solid decision-making and problem solving skills
- Analytical skills are required to determine client business needs and requirements
- Ability to remain calm under various levels of pressure
- Ability to show established track record of involvement in industry trade groups preferred
- Requires the ability to establish and maintain effective working relationships with all levels of management (internally/externally), employees, clients and public
- Extensive experience as a Sales Executive in FinTech or financial services.
- Experience interacting and partnering with senior management.
- Understanding of investment banking operations, technology and change landscape.
Added bonus if you have:
- Adaptiv Renewal Experience
What we offer you:
- Opportunities to innovate in fintech
- Inclusive and diverse team atmosphere
- Professional and personal development
- Resources to contribute to your community
- Competitive salary and benefits
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Sourcing Model
Recruitment at FIS works primarily on a direct sourcing model; a relatively small portion of our hiring is through recruitment agencies. FIS does not accept resumes from recruitment agencies which are not on the preferred supplier list and is not responsible for any related fees for resumes submitted to job postings, our employees, or any other part of our company.
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